MARKETING LOOSELEAF
14th Edition
ISBN: 9781264008971
Author: Kerin
Publisher: MCG
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Question
Chapter 20, Problem 2AMK
Summary Introduction
To discuss: Whether the present sales force structure is appropriate or tan alternative is required.
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Students have asked these similar questions
1. Discuss the Roles salespeople perform that contribute to the success of the sales organizations. Be sure to list and discuss at least Four roles - Few statements are needed for each role and present them in bullet points format.
2. As a sales manager, what are the skills you would expect your salespeople to possess - List three skills and elaborate.
Write an informal report based on the text below:
Your company, an apparel specialty store chain, has a relatively large number of salespeople. However, management isn't satisfied with the way the company evaluates the individual performance of sales associates. One controversial method involves filming sales transactions. Management finds this intriguing, but you believe the sales staff may find it intrusive. What other methods are used? Select companies similar to yours to determine what they are doing. What are the pros and cons of each? In your view, which method(s) would be best for your company?
The designing of sales force strategy and structure, recruit and select, training, compensation, supervise and evaluation are the major steps of ____________.
a.
Sales force strategy
b.
Structure of sales force
c.
Recruiting strategy
d.
Sales force management
Chapter 20 Solutions
MARKETING LOOSELEAF
Ch. 20.1 - Prob. 20.1LOCh. 20.1 - Prob. 20.1LRCh. 20.1 - Prob. 20.2LRCh. 20.1 - Prob. 1MMCh. 20.2 - Prob. 20.2LOCh. 20.2 - Prob. 20.3LRCh. 20.2 - Prob. 20.4LRCh. 20.3 - Prob. 20.3LOCh. 20.3 - Prob. 20.5LRCh. 20.3 - Prob. 20.6LR
Ch. 20.3 - Prob. 20.7LRCh. 20.4 - Prob. 20.4LOCh. 20.4 - Prob. 1MRDCh. 20.4 - Prob. 1MIAMCh. 20.4 - Prob. 20.8LRCh. 20.4 - Prob. 20.9LRCh. 20.4 - Prob. 20.10LRCh. 20 - Prob. 1AMKCh. 20 - Prob. 2AMKCh. 20 - Prob. 3AMKCh. 20 - Prob. 4AMKCh. 20 - Prob. 5AMKCh. 20 - Prob. 6AMKCh. 20 - Prob. 7AMKCh. 20 - Prob. 1BYMPCh. 20 - Prob. 2BYMPCh. 20 - Prob. 3BYMPCh. 20 - Prob. 4BYMPCh. 20 - Prob. 5BYMPCh. 20 - Prob. 1VCCh. 20 - Prob. 2VCCh. 20 - Prob. 3VC
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Similar questions
- Given that Hurd has an effective sales force, does he reallyneed to meet with HP partners as much as he does?arrow_forwardDevelop a sales plan, focusing on the organizational structure you would use for your salesforce (geographic, product, or customer).arrow_forwardContent marketing can be a very hectic mess unless you organize it into clear businessprocesses. Consider the following process: The content writer takes up & finishes the first draft of an article. Includesdescriptions of any custom images that are to be used in the articleThe marketer gathers influencer contact information, to be used for advertisingand marketing once the article is doneThe editor proof-reads the article, makes points on grammar, style, spelling, etc.The designer creates custom images as asked, sending them over to the contentwriterThe writer takes the comments into consideration, fixes any mistakes, and addsthe images to the articleThe SEO expert makes sure that the article meets the right optimization bestpractices & publishes the articleThe marketer uses a combination of advertising & email outreach to make surethat the article is read.Note: Construct the business process diagram and apply the flowcharting process.arrow_forward
- 10- Sales organization consists of human beings or persons working together to effectively market products manufactured by the firm or the products purchased for resale. From the following, analyze the statement which is not relevant to the sales organization. a. A sales organization has a number of departments b. Systematic execution of plans is not possible in a sales organization c. It is a foundation for effective sales planning and sales policies d. It has a planned and well-coordinated structurearrow_forward4- The designing of sales force strategy and structure, recruit and select, training, compensation, supervise and evaluation are the major steps of ____________. a. Structure of sales force b. Sales force management c. Recruiting strategy d. Sales force strategyarrow_forwardWhat are the positive and negative aspects of SunGard’s new sales force structure?arrow_forward
- A company has approached you for advice due to problems experienced while attempting to convince their salespeople to adopt and effectively utilize sales force automation (SFA) technology. What managerial advice would you provide the company, in communicating with its sales force, to reduce those problems and increase the efficacy of its use? Discuss the benefits of SFA for its key competitors and the growing capabilities gap. Position the benefits of SFA from the perspective of buyers and their satisfaction. Explain the benefits of SFA for management tracking and oversight. Communicate the benefits of SFA adoption on performance for each individual salesperson.arrow_forwardDo you agree or disagree? “Firms using event sponsorships are more successful in marketing and/or selling their products than firms that do not.” (Provide an example to support your position) Note - It needs to be over.arrow_forwardYou have just become a consultant for a major beverage manufacturer and have joined their team. Be sure that your strategy for marketing includes a discussion and explanation of the actions that may be taken to increase the company's online exposure, and that this information is included in the plan. Before going live, you should make sure that each page has undergone rigorous testing.arrow_forward
- (1) Why is the canned approach inadequate for manyselling situations? (2) Why should a salesperson takethe time to qualify sales leads?arrow_forwardHow do situational factors affect sales leadership? What are the best practices that sales managers can follow to create an effective salesforce? What is the difference between management and leadership of a salesforce?arrow_forward34- Which one of the following options is not an objective of Personal selling? a. Distinguish the various phases of the selling process. b. Know how to deal with buyer c. Calling the prospects via telephone d. Preparing good presentationsarrow_forward
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